The Importance of Product Positioning

280 Group

In this video 280 Group CEO and Founder, Brian Lawley, is joined by Senior Consultant/Trainer, Tom Evans, who is a Product Management and Product Marketing expert.The topic is why good product positioning is so critical for your product and your messaging.

June BOM: Positioning

Pragmatic Marketing

June’s Box of the Month is positioning. Then you can create internal positioning documents for developing external messages that focus on each key buyer or persona. We’ll discuss the differences between branding and positioning , ways to strengthen positioning using product message maps , and why positioning should be done before gaining executive approval for a product or feature.

Importance of Product Positioning

Spice Catalyst

This video illustrates why it is vital to properly position a product or service in the market. Spice Catalyst teaches how to go about doing product positioning in its Product Market Strategy and Positioning Workshops and online courses.

Is Your Positioning Competitive?

Under10 Playbook

Positioning describes what your product does—while also describing how it is different than anything else on the market. To be effective, product leaders must profile each competitive offering for company and product positioning.

How to Package and Price Embedded Analytics

To get the position right, you’ll need to do some research into the main user classes that make up your customer mix. In meetings, adjust the position of the dots. the feature positions in your Packaging Decision Framework, noting where on the value scale (x-axis) each feature falls.

Positioning with formulas

Under10 Playbook

In marketing, positioning is the process by which marketers try to create an image or identity in the minds of their target market for its product, brand, or organization.— Finally it hit me: “Are you trying to figure out my positioning?” ” Upgrade positioning.

Positioning (and naming) in tiers

Under10 Playbook

I was running a positioning exercise with a team of product managers and VPs. ” Maybe that’s why so much of the positioning I see is industry gobbledygook : Marketers are trying to impress the leadership instead of the customer. See Positioning with Formulas.

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Using Gilligan's Island for positioning

Under10 Playbook

The ad men’s challenge was positioning margarine against butter: do we position our margarine as premium, low-cost, middle of the road, or something else? And what other TV shows would make a good short-hand for personas and positioning?

Stress-Out Your Buyers (a little) For More Effective Product Positioning

Proficientz – Product Management University

Effective product positioning comes in many forms. For more effective product positioning, your bold headings, titles, themes, and leading statements should be something that every buyer would agree with, and worded in a way that causes buyers to relive their biggest headaches. A short sentence explaining why each issue occurs enhances your credibility and offers the perfect setup to position your solution.

Why “Build or Buy?” Is the Wrong Question for Analytics

position of either rejecting your users’ needs or ripping out. WHY “BUILD OR BUY?” IS THE WRONG QUESTION FOR ANALYTICS Introduction.1 When to Build Your Own Analytics. 2 When to Buy a Bolt-On Solution. 6 When to Take a Combined Approach. 9 About Logi Analytics.

The Key to Power Positioning

Under10 Playbook

I was facilitating a session on product positioning. The team was really nailing it, with a strong focus on customer problems. Then the session came to a crashing halt when the VP of Marketing said, “We need to incorporate the word ‘power.’ ’ Didn’t you notice how the president’s eyes really lit up every time you said ‘power’ yesterday?” ” I could feel the energy leave the room.

What are you NOT? Defining your competitive position

Under10 Playbook

When considering how to communicate your value proposition, many firms try to reveal how they’re better ( slightly better) than the competitor—sometimes in really subtle but irrelevant ways. “We use 257-bit encryption—that is a whole bit better than our competitor.”

Dear Strategy: 049 Positioning Yourself in a Red Ocean

Dear Strategy

On this week’s episode, host Bob Caporale, President of the product management and product strategy training company Sequent Learning Networks , answers the following question: Dear Strategy: “Which approach or tool should I use for defining the positioning strategy in a Red Ocean?”. The post Dear Strategy: 049 Positioning Yourself in a Red Ocean appeared first on Dear Strategy Podcast.

Dear Strategy: 049 Positioning Yourself in a Red Ocean

Dear Strategy

Dear Strategy: “Which approach or tool should I use for defining the positioning strategy in a Red Ocean?”. The first is the term “Red Ocean” and the second is the term “positioning.” The term “positioning” was made famous by Al Ries and Jack Trout in their co-authored book Positioning: The Battle for Your Mind. The idea behind this concept is that every brand should hold some unique position in the collective minds of its customers.

The Relationship Between Positivity and Productivity (And How to Make It Work for You)

Lead on Purpose

Fear that you will miss … Continue reading → Purpose Trust Communication creativity positivity productivityGuest post by Annabelle Smyth Many companies still hold tight to the old way of doing things. They put you in high-pressure situations and hope that you get all your work done out of fear.

New Study: 2018 State of Embedded Analytics Report

It also positively impacts the end. 2018 STATE OF. EMBEDDED. ANALYTICS. REPORT The Sixth Annual Review of Embedded. Analytics Trends and Tactics | 2018 LOGI ANALYTICS STATE OF EMBEDDED ANALYTICS REPORT TABLE OF. CONTENTS Foreword by Jen Underwood, Principal Consultant, Impact Analytix.1

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz – Product Management University

Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. We also examine product usability and its impact on revenue, plus sales demo tips. Be sure to check out our brand new lineup of advanced training programs.

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Product Presentations & Demos: How Credibility Boosts Your Win Rate

Proficientz – Product Management University

Stress-Out Your Buyers (a little) For More Effective Product Positioning. Product Management Playbook Positioning & Sales EnablementProduct presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product.

Curiosity: The Key to a Great Sales Discovery Meeting

Proficientz – Product Management University

You’ll walk away with everything you need to effectively position and differentiate whatever you’re selling. Blog Positioning & Sales EnablementSometime is pays to just be curious. You’re about to go into a sales discovery meeting with a new prospect. Is your mindset more like salesperson with a quota, or someone that’s looking to create new relationships in your professional network?

Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

Proficientz – Product Management University

Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts.

Iterate Your Way to a Top Analytics Product Experience

Speaker: Richard Cheng, Associate Product Manager, Mark43

Mark43 is on a mission to bring public safety data management into the 21st century. To fix traditionally paper-heavy and error-prone processes, they needed a secure and easy-to-use product experience that simplified and unified crime data collection and management.

Marketing Basics, A Product Lifestyle Change and the Definition of Market-Driven

Proficientz – Product Management University

Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine March 2018 is now available. We headline our March issue by going back to one of those marketing basics that’s all too easy to forget. We also draw the analogy between a lifestyle change and the shift from a product success culture to a customer success culture. Enjoy our March issue.

Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management

Proficientz – Product Management University

Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine January 2018 is now available. We’re kicking off 2018 with a discussion on product success metrics and a viewpoint that there’s only one critical metric that’s important over the long term. If you routinely hit that one, all the others will take care of themselves.

The Most Basic Rule of Marketing Is So Easy to Forget

Proficientz – Product Management University

Blog Positioning & Sales EnablementThe most basic rule of marketing is so easy to forget. You’ve just purchased some new clothes or shoes online. As part of the transaction, you hand over your email address or mobile number knowing full well that three things are going to happen. You’ll get a receipt via email/text. You’ll get shipping notifications and tracking information via email/text. Before, during and after #2, you get flooded with promotions. Not good!

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Tools to Help Product Managers Think Strategically and Commercially

Mind the Product

This first post covers Positioning Documents, which I bought to Onfido from Pragmatic Marketing training, and Line of Business Meetings, which Kevin brought with him. The Positioning Document and Line of Business meeting act as communication devices. Positioning Document.

Using a Non-Revenue North Star Metric

Speaker: Ashley Carroll, Partner, Social Capital

If you're serious about making meaningful change to your product management decisions that translates to positive change to your shipped products, register today. In this session, we’ll look beyond revenue as the primary metric in product analytics.

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz – Product Management University

″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none” last=”no” hover_type=”none” link=”” border_position=”all”][fusion_text]. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning

Demo 100

Solution Selling vs. Aspirational Selling: Is It a Mirror Image of Product Management?

Proficientz – Product Management University

Blog Positioning & Sales EnablementSolution selling is like vanilla ice cream. Everyone knows what it is – it’s simple and meets the most basic criteria for a dessert. Here’s the thing: if you and all of your competitors are using the vanilla ice cream approach to selling, you’re missing an opportunity to showcase your unique value and improve win rates.

Market-Driven Products vs. Market-Driven Product Companies

Proficientz – Product Management University

In The Trenches Market & Customer Insights Positioning & Sales Enablement Product Development & Delivery Strategy & Product PlanningIf you have market driven products then don’t you have a market driven company? There are three key differences between market driven products and a market driven product company. Market-driven products, if taken literally, could result in multiple product silos with competing goals and contention over resource allocation.

The Universal Product Management Framework: 3 Questions and an Org Chart

Proficientz – Product Management University

Product Management Playbook Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales EnablementWealth made simple: news and articles from IRC Wealth.

Using Product Demo Themes to Improve Your Sales Win Rate

Proficientz – Product Management University

Blog Positioning & Sales EnablementProduct demo themes can improve your sales win rate. The key? They have to be crafted in the customer’s vocabulary and mirror their business goals. Here are three guidelines for creating and using demo themes to improve your sales win rate. 1. Connect the Strategic and Tactical Dots.

Demo 100

Prospects Will Sell Themselves. You Just Have to Let Them!

Proficientz – Product Management University

Blog Positioning & Sales EnablementThe more you’re talking the less you’re selling. Listening just might be the most underrated and overlooked sales skill of all. If you let buyers talk long enough, they’ll eventually talk themselves into buying whatever you’re selling. Try these three tactics with your next prospect and the odds of a desirable outcome go up exponentially. 1. Ask Insightful Questions.

Five Steps to Solutions-Driven Product Management

Proficientz – Product Management University

Define the obstacles each product can eliminate and position, market and sell them under one umbrella – the customer goal. Product Management Playbook Market & Customer Insights Positioning & Sales Enablement Strategy & Product PlanningHere’s what makes solutions-driven product management such a challenge. The vast majority of product companies are a mishmash of products brought together through mergers and/or acquisitions.

Dominating Your Market, Agile Role Clarification and The Price of One-Off Features

Proficientz – Product Management University

Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe B2B Product Manager Magazine June 2017 is now available. This month we look at the customer value chain from start to finish using the relay race analogy and how your organization can consistently win that race and dominate the market.

Product Training for Sales – More Buyer, Less Product!

Proficientz – Product Management University

And yet, they’re still challenged to articulate key value points that hook a prospect and position your products in a manner that’s compelling. Chances are your salespeople will hear several of the scenarios you’ve covered during the training and can position your solutions appropriately. Laminate and distribute during training for a quick positioning reference card. Blog Positioning & Sales Enablement

Demo 100

User Engagement, Customer Goals and a Sustainable Growth Strategy

Proficientz – Product Management University

Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine August 2017 is now available. This month we focus on user engagement as a leading indicator of customer value and the subsequent impact on retention and recurring revenue. We also look at the shift from a “market problem” focus to a “customer goal” focus and its impact on growth.

How does David Fradin deal with cross-functional politics in a product management role?

Spice Catalyst

Q&A Cross-Functional Roles product management Product Management Role Product management training Product Manager Product Managing product marketing Product marketing Management training Product Planning product positioning The Product Management Role

Overcoming Product Demo Objections

Proficientz – Product Management University

Product Management Playbook Positioning & Sales EnablementProduct demo objections are a staple of the sales process in the B2B software business. Your competitor’s products have just as many or more deficiencies than yours. Don’t get too worked up over it. Successful demos require that you master the art of making certain product deficiencies seem trivial in the grand scheme of the overall solution. How do you do it? By asking the right questions early in the sales cycle.

Demo 116

Demonstrating Solutions vs. Products

Proficientz – Product Management University

Product Management Playbook Positioning & Sales EnablementIn many cases, the product silos that exist internally become transparent to your buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions. Longer and more difficult sales cycles lie ahead if this is the case. The Playbook: Three tactics that will help you sell a high-value business solution instead of a bunch of tactical products.

Demo 100

Demonstrating Solutions vs. Products

Proficientz – Product Management University

Product Management Playbook Positioning & Sales EnablementIn many cases, the product silos that exist internally become transparent to your buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions. Longer and more difficult sales cycles lie ahead if this is the case. The Playbook: Three tactics that will help you sell a high-value business solution instead of a bunch of tactical products.

Demo 100